Use different tones when cold calling so you don't sound like everyone else. You want to be different, be unlike anyone they heard today, be MEMORABLE.
Sometimes you need some help building confidence. Look for organizations that will improve your public speaking and help you gather your thoughts when giving a presentation. I myself joined a company called Toastmasters and found it to be very helpful.
I give a lot of tactics on how to MAKE money, but I don’t mention a lot about saving money. Make sure you have a plan in place to not only make money, but MANAGE your money and put it in the right investment strategy to watch it MULTIPLY. And of course, always set a little aside to enjoy.
You always have to establish credibility from the start with a prospect, and use that to solid foundation to build on throughout the process.
If you’re persistent, you can get anything. But if you’re CONSISTENT, you’ll keep it
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Even if you’re not the best right now, that’s okay, just be better everyday. Outperform your what you did yesterday, last week, last month and your prior year. As long as you’re doing that, you’ll be an asset at any company.
Are you aware of this? Now that you are, think of ways you can drive the sale forward with more momentum so you can reduce the number of touches each prospect gets.
Time is the biggest issue when it comes to losing sales deals. The longer the prospect waits and “thinks about it,” or “talks with someone else,” the more likely they are to have something else come up that’ll take their attention away from the deal or they’ll forget that feeling of excitement they felt when you presented your product/service to them initially. So don’t let it drag on! Have a defined next step after every interaction and drive every deal forward to your end goal!
No matter how good you are, you’ll never close every deal your working on. Some just aren’t a good fit at all. That’s why you should have 5X your weekly/monthly/yearly goal when it comes to closures. The national average for closing is 20%, so if you stick with the 5X rule, you’ll never fall behind (with the right training, quality of accounts, etc.). Go add a few more deals to the pipeline this week!
I’ll admit, I was not always the most confident or outgoing person, when I was younger I was surprisingly shy. But when I went off to college my dad told me that no one knew me there, it was a fresh start and I could be anyone I wanted to be, I just had to ACT THAT WAY. From that moment I decided to ACT like the person I always wanted to become, confident, funny, outgoing, etc. Overtime it was more and more natural and eventually it just became my personality. I turned into the person I wanted to be just by ACTING THAT WAY. It’s never too late to change.
Don’t BS yourself people! Be real about your opportunities, you’re only hurting yourself if you’re not. Think about why they WONT do business with you and focus on that. Address the elephant in the room. It’ll be awkward, it’ll be uncomfortable, but it’ll also help close the deal.
When someone tells you they need to "think about it," or "now's not a great time," or they "have to check with someone else..." those are all excuses they come up with. Basically they want to say, "I"M JUST NOT 100% CONVINCED!"
Which is fine, not everyone has to be, it's your job to get them there. Match Match Lead, is one style on how to do that.
All too often I hear sales people TELLING a prospect about their product or service instead of SELLING them on why what they're offering is a perfect fit for their business. Selling doesn't come in until the presentation, during the fact-find you should be finding out as mush information as possible so when you present your idea, you're presenting a solution (in a persuasive way) that's going to solve the one, two or three issues they said they were having.
As territories expand and as businesses grow, I personally find myself doing a lot more meetings over the phone and video conference. One of the most important things we have is our time, and what we do with the time we have to be the most productive. If I can save myself from driving an hour to and from a meeting, still hold it via video conference AND have a few extra hours to get things done, I consider that a huge win. As we move more and more toward this model too and working from home more, we’ll eliminate need for actual offices, saving money for the business. We can essentially work from anywhere in the world too and still be productive. Excited to see what the future has in store!
I don’t know if it’s just me or what I’m seeing, but I feel like Sales Professionals are scared to get on the phone nowadays. Everything is emailed or they look for different ways to get in the door to a prospect. Don’t get me wrong, try everything you possibly can, but the numbers don’t lie, nothing beats the “tried and true” Cold Call. Whenever there’s an issue or I’m trying to schedule a meeting, or I’m moving a deal forward, I pick up the phone and make the call. If I don’t get them, THEN I follow up my voicemail with an email so I’m hitting them on both fronts, but you should never lead with the email. Have the prospect hear the excitement in your voice, use the right tone to get THEM excited too and move the sale forward. Don’t be afraid of the phone, but if you are, the best thing to do is just dive in and start making calls because the more and more you do it, the easier it becomes.
One of the best ways to improve is to constantly be learning. Invest in yourself, read, learn as much as you can, and become the best "YOU" YOU can be.
Here's a few books I'm currently reading to better MYself: @tcaponi 's #TheTransparencySale , @stephanpaternot 's #AVeryPublicOffering , & @jeffreygitomer 's #TheLittleRedBookOfSelling
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